by Dan Greenberg | Sep 3, 2026 | Closing, Storytelling, Urgency, Visualization
A couple of weeks ago I posted an article about what closing looks like in the new, modern business landscape. There is no discrete closing phase, and buyers don’t need information from sellers like they used to, so sellers lack leverage. More finitely...
by Dan Greenberg | Aug 19, 2026 | Closing, Relating to The Buyer, The Buyer's Mind, Urgency
The modern business landscape has changed significantly over the past decade, and I have written extensively on that in other articles. For now, suffice it to say that there are two main reasons, which both come down to social dynamics and affect the balance between...
by Dan Greenberg | Jul 18, 2024 | Closing, The Buyer's Mind, Urgency
We no longer exist in a world where closing tips and tactics have much of an effect, at least not when it comes to B2B sales. This is due to information availability, information parity, and the proliferation of buying committees and procurement processes. In other...
by Dan Greenberg | Jul 4, 2024 | Book of Business Management, Closing, Urgency
My dad is the first sales person I ever learned from, and I learned a lot from him. He is now a semi-retired non-practicing lawyer, a businessman, a consultant, and an advisor, but he has sold a lot in his career, and knows what he is talking about. One of the first,...
by Dan Greenberg | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency
There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...
by Dan Greenberg | Mar 20, 2024 | Closing, Relating to The Buyer, Urgency
We live in a world where sales is becoming harder; real sales, the kind where you truly influence the outcome. Truly influencing deals is getting harder because information is becoming ubiquitous. Buyers all read the same things, think about problems in the same way,...
